Indigenous experiences in negotiation

Document Type

Book chapter

Publication details

Kelly, L 2006, 'Indigenous experiences in negotiation', in Schneider, AK & Honeyman, C (eds), The negotiator's fieldbook, ABA Section of Dispute Resolution, Washington, DC, pp. 301-314. ISBN: 1590315456


In a contribution likely to shake many readers' implicit assumptions, an Australian Aboriginal mediator uses a detailed examination of one key type of case to examine how negotiators who make the common western assumptions can trip over their own feet as soon as they find themselves negotiating with people who operate from totally different cultural assumptions. The lessons from this chapter are relevant even for ordinary negotiators with no plans to go to the outback.